The Straight Truth About Getting Exceptional Results From Your Sales Team — Part #1
How to Create an Ideal Sales Culture
The deck is stacked against sales managers. Indeed, some firms unwittingly prevent their sales managers from reaching sales success.
“The sales world works a lot better when sales leaders focus on their primary job: leading the sales team and helping to drive revenue.”
Sales Challenges
Sales managers face many problems, some of which they create for themselves. Others result from senior executives who impose unrealistic demands or from corporate cultures that work against salespeople and their leaders. If a sales manager performs poorly, so will the salespeople on his or her team. Salespeople create problems for their managers and their departments when they concentrate on products and features rather than on their customers’ concerns, and when they fail to push for new business.
Common sales — management problems include managing sales staffers, leading direct sales, coping with sales compensation plans, working in an unsupportive corporate culture, and coping with leaders who judge salespeople by how busy they seem to be and not by how much new…
